FINANCIAL SERVICES BLOG

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Who Wouldn’t Love a Versatile, User-Friendly Events and Marketing Portal?

Even if seminars are already a part of your business growth strategy, you may wonder what makes one events and marketing portal different from another.

Our industry-leading product, ProspectConnect, is unlike any other RSVP system.

That’s because when we created it, we drew upon 25 years of seminar and responder data.  No other seminar company has this depth and breadth of experience.

We also listened to feedback and weighed suggestions from clients using our previous RSVP system.

As a result, our events and marketing portal allows you to easily view seminar and workshop details, no matter how many seminars you’re managing at any given time.

Clients tell us ProspectConnect is a invaluable tool throughout the event life cycle.

Events and marketing portal

A digital hub from which you can view, analyze and act on demographic information about your prospects and attendees – and much more – ProspectConnect lets you access responder data at your convenience, with just a few mouse clicks.

Its features include:

  • Real-time notifications of your event responders
  • Data storage from all events for reports and reference
  • Instant access to responders’ income and IPA ranges
  • Zillow Zestimates of their residences
  • Clickable Google icon with event directions you can cut and paste to easily email to your responders

Product updates

As a result of recent upgrades, ProspectConnect is simpler to navigate than ever.

And it now generates text message reminders sent to registrants three days before the seminar and the day of the seminar.

Your customers must opt in to receive these messages, and they can opt out at any time.

Even more enhancements to our events and marketing portal are scheduled for 2020.

Interested in learning how ProspectConnect works with seminars and workshops and schedule a demo, or learn how others are growing their businesses using seminars?

Call us at 1-888-409-1354 or email us at marketinginfo@leadingresponse.com.

 

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5 Tips for Independent Advisors Who Are Curious About Alternative Investments

Buzz is building within the financial services industry about alternative investment products, also called direct investment products.

According to a recent WealthManagement report, a growing number of independent advisors are investigating alternatives as a means of diversifying client portfolios.

Are you familiar with this market?

If not, here’s an introduction to the world of alternative investment products, and five suggestions about how to approach them.

Tip #1: Become familiar with the basics.

To begin, alternatives are financial assets that don’t fall into standard investment categories, such as cash, stocks and bonds.

The Alternative & Direct Investment Securities Association (ADISA), the industry’s largest trade association, lists several examples of non-traded products on its website.

Among them are:

  • Real estate investment trusts (REITs)
  • Business development companies
  • Energy, oil and gas interests
  • Master limited partnerships
  • Private and public funds (LPs and LLCs)

Investopedia, meanwhile, includes venture capital, managed futures, and even art and antiques – among other assets – under the alternatives umbrella.

CNBC notes liquid alternatives in particular offer investors a way to participate in a hedge fund strategy in a retail environment, while getting away from standard equity and fixed income products, and decreasing volatility.

To meaningfully impact assets, the author of the article recommends allocating 10% to 20%.

Tip #2: Alternative investment products are unique.

Many are not regulated by the Securities and Exchange Commission (SEC), increasing the risk of scams and fraud.

Generally speaking, alternatives do not fluctuate along with the stock market.

As the Motley Fool explains, it’s possible to invest in real estate and gold via funds. Or, you can actually buy gold or real property. However, it’s a complicated process.

Another aspect of direct products to consider, is they usually have high fee structures – which can exceed 2%.

Which brings us to perhaps THE most important factor to consider…

Tip #3: Know your clients’ financial goals.

One reason advisors are increasingly attracted to alternative investments, is because they can serve as a buffer in the event of a market disruption.

Though 10 years have passed, memories of the recession of 2009 remain fresh in many people’s minds.

Forbes asserts that while there are indeed signals the current economic expansion is waning, another recession is not inevitable.

In any case, the author of the article points out, it’s good to diversify one’s portfolio from time to time.

Be sure to carefully evaluate each of your clients and their investments, as some folks will have a higher tolerance for risk than others.

Investors with more time to recoup any losses prior to or after retirement, are probably better prospects for alternatives.

Tip #4: Work with an experienced partner.

You want to select an asset management firm with a history of success in the alternative product marketplace.

It should have a solid alternatives investment platform, along with a knowledgeable and responsive team who will closely monitor accounts and adjust portfolios if needed.

Even if your platform partner has a sterling reputation and a strong track record in the industry, though, advisors should confirm the company has no economic connections with the fund managers they invest with, WealthManagement suggests.

This is because fund managers typically receive a percentage of their funds’ average assets under management.

Tip #5: Pick alternative investment products with care.

As we noted earlier, real estate investment trusts, business development companies, energy, oil and gas interests, master limited partnerships, LPs and LLCs, are all classified as alternatives.

A ThinkAdvisor article based on a report by Cerulli Associates, a firm specializing in global asset management and distribution analytics and guidance, says private investments, private equity and real estate accounted for 40% of advisors’ alternative investments in 2017.

That number is projected to grow to 42% by 2020.

Meanwhile, REITs had the highest distribution in 2017.

Though they may see a slight drop  in 2020, analysts at Cerulli expect the REIT class to maintain its No. 1 distribution status.

Do your research before anything else

To summarize, more and more independent advisors are looking into alternatives as a way to diversify their clients’ portfolios.

As with most investment types, there are pros and cons to non-traded financial assets.

So, make sure you understand what you’re getting into.

Team up with an investment firm experienced in alternatives. Check their reputation and results.

For the people who trust you with their financial matters – and for your own sake – perform your due diligence before diving in.

We wish you – and your clients – many happy returns!

 

To learn more about the services we provide to financial advisors, click here.

 

 

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The Undeniable Prospecting Power of Social Event Marketing

Nearly 25 years, 1,000,000 direct marketing campaigns and 22 million prospects later, my early belief that consumers prefer meeting face-to-face when it comes to making important life decisions, like planning for retirement, still holds up.

The reason people respond to direct mail remains the same.

In fact, we’ve validated it over and over again with our business model.

What HAS changed is how we’ve adapted over the years to grab the attention of consumers via their mailboxes.

Social Event Marketing Yields Valuable Prospective Client Data

Now, social event marketing plays an important role in attracting and retaining clients.

Thanks to technology, we are able to collect data on behavior patterns, interests, hobbies and lifestyles, among many other things.

We know personalized invitations and direct mail pieces make an impact.

Furthermore, the audience that our financial advisors market to, has become more guarded and confused about their options. This is because they are bombarded with different messages about when and how to buy and invest.

Social event marketing helps us to position our clients as trusted subject matter experts who help their clients make sense of it all.

Today, Mailing Lists Are Much Richer and More Accurate

The way we promote and market has expanded, as well.

This is due to the enormous amount of personal information consumers enter into websites. Examples are shopping, hotel and restaurant reservations, entertainment, and banking.

These days, savvy marketers use social media and digital messaging to enhance their direct marketing efforts.

When we deliver our digital and direct mail invitations to consumers, they see the name of the restaurant and realize the social component.

Not only is breaking bread a common activity, there is also security in numbers.

Seminar attendees feel more at ease in a neutral environment where they are surrounded by others who share their questions, needs and concerns.

Providing that level of comfort is the essence of our social event marketing formula.

Get in touch with us today to learn how our Seminar Success® program can work for your business.

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Five Totally Avoidable Estate Planning Mistakes Advisors Make

Even experienced advisors can overlook details when carrying out estate planning directives on behalf of their clients.

When a will is worded properly, the right people are taken care of.

When it’s not, they can be left out in the cold.

Accountants, attorneys and financial professionals see the same lapses time and again.

Before we list a few, here’s the good news:

All of them are preventable.

  1. Not creating a last will and testament
  2. Beneficiaries not designated or updated
  3. No sharing of estate plans with family
  4. Failure to review existing estate plans
  5. Not consulting a lawyer in complex cases

We previously referenced a report by CNBC about a forthcoming transfer of wealth in this country. It’s happening as baby boomers pass on their estates to younger generations.

Boomers are the most prosperous generation in our nation’s history. They will bequeath $68 trillion dollars over the next 25 years, according to CNBC.

Proper estate planning is a must to ensure the bulk of this wealth gets to the intended recipients.

Where there’s a will, there’s a way

Even if you’ve sketched out a estate planning strategy with a client, the absence of a will can render it useless.

That’s because when an individual passes away without a will, they die intestate. (Investopedia says this also applies if a will is deemed legally invalid.)

Distribution of their estate becomes the responsibility of the probate court.

Often, family members meant to receive the assets have to spend significant sums of money proving their relationship to the person.

This, according to The Money Guy Show website, creates a hot mess for everyone involved.

An average executor will spend 570 hours to settle such a messy estate, they say.

Choose who will inherit carefully

Ken Cella, who leads the Edward Jones client strategies group, encourages individuals with estates to inform people who are named in their wills in an Advisor Magazine November article, “Legacy & Wealth: Is Your Estate Plan Really in Order?”

While 73% of Americans believe their beneficiaries know how to manage their estate and spend its assets once they are gone, Cella says, only about half (49%) of beneficiaries feel that way.

Stress to clients how important it is to name beneficiaries – and to make updates as needed.

These two actions alone could prevent a number of potential issues.

Let’s say your client’s son John is the sole heir named in his will. Is John also entitled to the proceeds of his father’s IRA or 401 (k) accounts?

Not if his sister Jane is named as beneficiary. She would receive those funds.

Periodically re-examine estate plans

Say your client’s will clearly indicates who should receive assets from his estate.

And, he has designated beneficiaries for accounts not under the jurisdiction of his will.

But marriage, divorce, births and deaths can all impact a client’s life.

His net worth, assets and employment status are also subject to change.

These are all reasons to sit down with your client and review the plan from time to time.

Is a lawyer necessary?

Do you have clients wishing to address unique relationships in their estate plans?

This could include those who have married multiple times, have unmarried partners, or children with disabilities.

If so, they may want to seek legal advice, according to Harry S. Margolis, an estate, special needs and elder law practitioner in Boston and Advisor Magazine contributor, in an article titled, “The Top 8 Mistakes People Make in Estate Planning”.

Consulting with an attorney can help ensure the people your clients care about are provided for, Margolis says.

Prepare for tomorrow, today

To summarize, advisors sometimes skip some steps when drawing up estate plans for clients.

While these may seem relatively minor, leaving them out can cause big problems later on.

Fortunately, these slip-ups are easy to correct, if you take action before your client becomes incapacitated or passes away.

Click here to learn more about the client acquisition services LeadingResponse provides to financial advisors.

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Financial Planners: 69% of Older Americans Could Benefit From Your Expertise

As long as I’ve been in this industry, I was startled to learn that nearly seven out of 10 people age 65 and up are NOT working with a financial planner.

This statistic shows up in the Invest in You Savings Survey released six months ago by CNBC and Acorns, a financial wellness platform. It measured Americans’ confidence in their retirement savings.

How does an advisor take advantage of this market opportunity?

First, imagine yourself in your prospect’s position.

Relating to your future clients

We know people are mostly reluctant to meet with financial advisors, the estate planning attorneys who work with them; and insurance agents.

While your prospects may appreciate the consequences of not having a sound retirement plan, at the same time, they may not understand the details. If this is the case, they will hesitate to act on their concerns.

Your first step as a financial planner, then, is to bridge the knowledge gap between you. It’s how you build trust.

Start by putting yourself in their shoes.

When you take your car to your mechanic, for instance, it’s because you don’t know what’s wrong, much less what to do about it.

You rely on the mechanic’s years of experience to identify the problem and the solution.

In the meantime, you worry about what the “fix” is going to cost.

This, advisors, is how your prospect feels.

Attracting your ideal customers

To grow revenue, a financial planner must build his or her client base.

While much has changed in the direct marketing world over the years, one thing has not. The most effective way to engage people is to get in front of as many of them as possible.

And the ideal way to do that is to host social dinner seminars and educational workshops.

Among an audience of their peers in a comfortable location such as a restaurant, your prospects are much more likely to pay attention to your presentation.

In this group setting, you can answer their financial planning questions and tell them what the “fix” is – same as your trusty mechanic does.

Deploying a proven strategy

Since the mid-1990s, top-producing advisors have harnessed the power of dinner seminars and workshops to attract qualified prospects and close sales.

I’m well aware that some of you don’t believe seminars are a viable marketing tool.

Financial planners view them as a waste of time and money; or maybe you tried a seminar with one of our competitors, and the results weren’t what you hoped for.

However, 24 years of response data from pre-retirees and retirees all over the country tells me seminars are, in fact, effective.

Prospects want to hear from an advisor or attorney in a neutral environment, with other folks like themselves.

Then they will they consider scheduling an appointment with you.

Choosing seminars versus workshops

There are two ways to provide the safety-in-numbers ambiance that will boost your attendance.

The first is the dinner seminar and the second is the educational workshop.

Many deals, commitments, and agreements are worked out over meals, in our professional and personal lives. This is no different.

A seminar at a great local restaurant is perceived by prospects to be less intimidating than an financial planner’s office. (It also appeals to a wealthier demographic.)

It’s best to pick a place with room to hold 20 to 30 people. A private setting helps to create a comfortable and relaxed atmosphere.

Dinner seminar attendees are usually couples seeking second opinions about how to manage their money.

Perhaps you’re concerned your seminars will attract so-called plate lickers – those who show up only for the free meals.

Believe me, the vast majority of attendees will be prompted by financial concerns, not food. Most can easily afford to dine out.

These motivated individuals more likely to stick around after you speak, making it easier to set appointments with them.

Anticipating client needs

Still not convinced a dinner seminar is the way to go? Then consider an educational workshop.

You can hold it at a local venue like a community center, hotel, country club, or college, and make it a food or non-food event.

Workshops tend to draw smaller and less affluent crowds than seminars.

People who sign up are usually in a learning and information-gathering mode; as a result, fewer of them will want to linger following your presentation.

Regardless of which event format you choose, though, you can generally expect to make appointments with one-third to one-half of your attendees.

Seminar marketing works

In closing, dinner seminars are a proven way for advisors to generate leads and acquire new clients.

Top producers fill their dinner seminars with prospects when they combine highly targeted direct mail with Facebook ads.

LeadingResponse has accumulated nearly 25 years of response data and advisor feedback. As a result, you can pay on a per-reservation basis (Seminar Assurance); or on a per-attendee basis (ask about our Seminar Assurance Elite program).

If we do not attain the number of RSVPs or attendees, we’ll make up the difference.

Only we offer direct and digital seminar marketing hybrid campaigns, which have significantly increased production and income for many advisors.

Are your current business development activities generating the results you want?

 

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Three Social Security Retirement Myths You Should Immediately Clear Up for Existing and Prospective Clients

With fewer than 20% of companies today offering employee pensions, many older Americans will rely on Social Security and retirement account savings.

For those 65 and up, Social Security benefits make up over one-third of their income, according to the Social Security Administration (SSA).

However, the ratio of workers paying into Social Security and retirees collecting it has decreased dramatically since it the program’s founding in 1935.

In 1940, there were 159.4 workers paying Social Security taxes per beneficiary.

Fifty years later, in 1990, that ratio had dropped to 3.4 workers.

Currently, there are 2.8 covered workers for each Social Security beneficiary, the SSA says.

By 2035, the ratio will drop to  2.3 workers per beneficiary.

Small wonder, then, that people are anxious about the future of the program.

Countering misinformation

Mid and late-career professionals who have paid into the program for years and years, worry their benefits will be reduced.

Meanwhile, younger workers are concerned that there will be nothing left to collect by the time they reach retirement age.

As a financial advisor or insurance agent, you are a retirement planning specialist.

Since you have the knowledge, make sure your clients understand how Social Security works.

This may involve clearing up misconceptions they have.

With that in mind, here are three common myths about Social Security.

1. Social Security covers retiree living expenses

Many people believe they can get by on just their Social Security benefits.

But as AARP explains, Social Security was designed to supplement pensions and other retirement funds.

It wasn’t meant to be a sole source of money.

In fact, you need 70% of your pre-retirement income to live comfortably, according to the SSA.

For people with average earnings, however, Social Security benefits will replace only about 40% of that.

If you’re a high earner, it drops to 30%.

Many folks do seem to know the minimum age to claim benefits is 62.

They also are aware that the longer you wait, the more money you collect.

According to AARP, the average Social Security retirement benefit for 2019 is $1,461 a month.

By comparison, the maximum monthly benefit this year is $3,770.

However, you must be 70 to receive it.

2. Social Security is running out of money

Our second myth is nearly as stubborn as the first.

Kiplinger points out Social Security is funded not only by workers, who contribute 6.2% out of each paycheck, but also their employers, who match the amount.

Therefore, the program cannot go bankrupt.

What gives this belief staying power?

Until 2010, payroll taxes brought in more than enough money to cover retirees and others receiving benefits.

The extra was placed in a trust fund and invested in securities; and the fund collected interest on Treasury securities, along with taxes on some benefits.

However, as MarketWatch explains, since 2010, more money has gone out in benefits than has come in via payroll taxes.

To fill the void, the government began using the interest on the securities.

If this continues, in 2020, the securities will have to be tapped.

And if nothing is done to address the shortfall by 2034, the trust fund itself will be depleted.

But even if this were to happen, Social Security won’t be bankrupted, because payroll taxes will still be generated.

And while it’s possible benefits could be reduced, that is highly unlikely.

Experts agree Congress must eventually deal with this issue.

Legislators will have to consider how seniors will react to losing any of their benefits – and how Americans will feel about paying more taxes to fund the benefits.

Which brings us to myth number three…

3. People don’t pay taxes on Social Security

The short response to this one is: it depends.

According to the SSA, about 40% of those collecting Social Security must pay income tax on their benefits.

They helpfully provide some examples:

  • You file a federal return as an individual and have a combined income between $25,000 and $34,000, you might have to pay taxes on up to 50% of your Social Security benefits.
  • If your combined income is higher than $34,000, that increases to as much as 85%.
  • On the other hand, if you file a joint return, if you and your spouse have a combined income of $32,000 to $44,000, you could have to pay taxes on 50% of your benefits. (That goes up to 85% if your combined income is over $44,000.)
  • Finally, if you are married and filing separately, you are likely to pay income tax on your benefits.

Note: the SSA defines “combined income” as the total of your adjusted gross income, plus non-taxable interest, plus half of your Social Security benefits.

Educate your clients

We have now examined three of the biggest myths surrounding Social Security.

Whether Congress will make changes to this massive government program, remains to be seen.

As a financial advisor or insurance agent, it’s important that you familiarize your clients with the basics.

To establish yourself as an authority on this subject in your community, consider LeadingResponse turnkey Social Security workshops.

This is an ideal platform for you to share valuable information with prospective clients and grow your business.

 

 

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Forget Those Horror Stories You’ve Heard About the Dinner Seminar as a Business Development Strategy

It’s an all-too familiar story. You’re a financial professional who believes dinner seminars are not worth the effort and expense.

When you tried one, you didn’t get the results you expected.

So, you washed your hands of this marketing tactic for good.

What you’ve actually done, is missed out on $100,000 in additional revenue each year since you made that decision.

Do we have your attention now?

Food for thought

What if you were handed an iron-clad guarantee that a dinner seminar (or workshop) will achieve your goals?

Who can promise you a positive outcome without any risk on your part?

LeadingResponse can, via our Seminar Assurance pay-per-reservation program.

You determine the number of RSVPs that will make your dinner seminar profitable.

We take it from there.

How it works

To start, we ask you four simple questions.

Then we use the answers to calculate how many RSVPs you need for your dinner seminar.

It’s that easy.

Using a mix of digital and direct marketing, LeadingResponse finds highly qualified prospects and invites them to the event.

Lots of experience

After promoting 1,000,000 seminars, we’ve made every mistake there is – so you don’t have to!

Drawing on nearly 25 years of historical data, we will select the top performing venues at the best times.

Next, we will craft just the right invitation to fill your events with targeted prospects who need your expertise.

All you need to do is to deliver your presentation to a room full of motivated attendees.

If we don’t secure the RSVPs you’re looking for, we will refund you for the number we fall short.

Streamlined RSVP process

Our RSVP platform gives you real-time access to your dinner seminar responders.

This way, you can reach out to prospects during the registration period and begin the relationship-building process. Plus, it identifies those who wish to reschedule, as well as no-shows.

Successful sales professionals know how critical follow-up is in setting appointments and building a client base.

If you don’t, you’re probably in the wrong line of work.

We make it easy

To help streamline the dinner seminar RSVP process, our platform can be integrated with internal company CRM systems such as Redtail and Salesforce.

And our flexible pricing options make dinner seminar marketing more affordable than ever.

Therefore, if you’re serious about acquiring better leads and landing new clients, Seminar Assurance could be the program for you.

Remember, only LeadingResponse offers a money-back guarantee. *

Contact us today to learn more and get started!

 

*Terms and conditions apply.

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Accurate Responder Data Critical to Online Seminar Marketing Success

Financial advisers and insurance agents are increasingly turning to the internet to boost their business.

Specifically, they are jumping on the online seminar marketing bandwagon.

There are a couple of likely reasons for this:

Just about everyone their age is now online.

It’s also a low-cost way to generate leads and acquire clients.

Booming on the web

According to the J.D. Power U.S. Financial Advisor Satisfaction Study released in July, the average adviser is 55 years old, and about 20% of them are 65 and up.

These professionals have discovered online seminar marketing is an effective means of cultivating prospects – many of whom are, like themselves, members of the Baby Boomer generation.

(Born between 1946 and 1964, the youngest members of this rapidly expanding demographic are currently 55, while the oldest are 73.)

According to an article in Forbes citing research by Google, Baby Boomers today spend more time on the internet than they do watching television. And over 80% of them have at least one social media account.

Meanwhile, Statista, a provider of market and consumer data, determined as of June 2019, Boomers had an average of 4.6 social media accounts, primarily Facebook and LinkedIn.

So much for the idea that older Americans don’t use social media!

Exclusive data

Now you know why growing numbers of advisers and agents are incorporating digital technologies into their business development efforts.

If you are considering a digital campaign for the first time, however, you may wonder what makes one service provider different from another.

It’s the data.

For example, as the original seminar marketing company, LeadingResponse has gathered millions of responder records.

Since 1995, we’ve marketed exclusively to people 55 and up. No one else in the industry has such an extensive database.

We use it to drive responses through Facebook, Instagram and other online platforms and networks.

In fact, we have a designated Facebook representative and direct access to unique targeting options to power your campaigns.

Growth through digital

LeadingResponse offers SeminarConnect® to businesses across a broad spectrum of industries.

This digital marketing package includes:

  • Modeling of look-alike audiences that are pre-qualified financially, created from over four million seminar responders
  • Mobile optimized registration pages incorporating your brand and seminar information
  • Real-time RSVP access via our online platform
  • Choice of using our seminar presentation or developing your own
  • Superior campaign support from start to finish

Better prospects

When you choose LeadingResponse to manage your digital seminar marketing, you can expect us to meet or exceed your seminar registration goals.*

If we don’t, we will issue you a 10% refund on your package or apply a 15% credit on your order toward a future digital seminar campaign.

Contact us today to find out how we can help you take your business to a higher level by harnessing the power of digital marketing.

 

*Terms and conditions apply. Advisor/agent must follow seminar best practices.

 

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People Need Your Retirement Planning Solutions to Avoid Outliving Their Savings

Did you know 75% of Americans manage their own money?

So says the Invest in You Savings Survey released in April by CNBC and Acorns, a micro-investment platform.

It means three out of four people are responsible for their own retirement planning solutions.

If that fact startled you, get ready for the next revelation. This one comes courtesy of a December 2018 Confronting the Money Taboo survey by investment management firm Capital Group:

People are more comfortable discussing their marriage problems, mental illness, drug addiction, race, sex, politics and religion, than they are talking about money.

Addressing a gnawing worry

It’s no surprise, then, that the topic of retirement makes some folks uneasy.

According to recent article by The Motley Fool, 47% of working adults who participated in a recent Gallup poll said they were concerned about having enough money to live on for the duration of their retirement.

That’s up from 32% of workers who responded to the poll in 2002, the year Gallup started compiling the data.

Americans fear the future for a number of reasons. They include the rising cost of healthcare; and the possibility Social Security benefits may be reduced, or eliminated altogether.

People need to save

Based on these numbers,  there is a thriving market for your expertise.

Potential clients include, but are not limited to, individuals approaching the end of their working years or who have recently retired.

While you don’t want to scare anyone, it’s reasonable to point out Americans are living longer.

According to the Social Security Administration, a woman who is 65 today will, on average, live to be 86.5 years old.

Meanwhile, a 65-year-old man has an average life expectancy of 84 years.

When you help someone create a retirement plan or shore up an existing one, you ease their minds about the future. That’s powerful stuff.

Even better, you don’t have to find these people. LeadingResponse will do it for you.

Retirement planning solutions

Our SeminarConnect digital marketing system uses geo-targeting to identify qualified leads and invite attendees to workshops and dinner seminars.

You may select from our suite of presentations on subjects such as Tax-Savvy Retirement, Social Security Maximization, Social Security for Women, and Indexed Universal Life. Or, you can develop your own.

Because knowledge is power, we’ve created a helpful infographic with Baby Boomer retirement statistics.

An opportunity to grow

For the risk-averse, SeminarConnect comes with a guarantee.

If we do not hit your RSVP target, LeadingResponse will refund your money, or apply it to a future campaign.

In closing, we know that advisors are much more likely to close sales with individuals they meet face-to-face, than through any other prospecting method.

Got it?

There are people out there who need you.

Contact us today to connect with them.

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Cost Per Lead and the Long-Term Value of a New Client

Ever calculated your cost per lead?

We do it for clients all the time.

After nearly a quarter-century in the seminar marketing business, LeadingResponse has connected thousands of financial advisors and insurance agents with millions of qualified prospects.

Let’s look at how cost per lead factors into long-term client value.

Client valuationsadministrative tasks

One of the nation’s biggest inbound marketing automation providers, HubSpot, tracks customer acquisition cost (CAC).

It’s what they spend on sales and marketing, including programs and activities, salaries, commissions, bonuses and overhead in relation to attracting and converting new leads.

HubSpot determines CAC by dividing these costs by the number of new customers.

Meanwhile, Huify, a small, regional digital agency (and HubSpot partner), measures customer lifetime value.

They define it as the estimated profit generated by a customer over the course of their business relationship with the company.

Calculating Cost Per Lead

If you’re an advisor or agent trying to attract more clients and boost production, ask yourself the following question:

Am I getting a $3 to $8 back for each dollar I’m investing?

If the answer is no, it may be time to change up your strategy.

Some companies and financial professionals stick to digital channels to promote their seminars and workshops. Are you among them?

Whether you realize it or not, you’re ignoring the approximately 40% of your prospects who aren’t online.

That’s why we use both digital seminar marketing and direct mail seminar marketing.

A balancing act

The most talented sales professional can, at times, find it challenging to juggle competing priorities.

He or she must serve existing clients while pursuing new ones.

But keep this in mind: people research companies before doing business with them.

Therefore, if they see advisors and agents sharing positive reviews on social media, they will assume they’ll have a positive experience, too.

On the other hand, if clients are complaining about a company’s products or service, that can hurt a salesperson’s chance of closing a deal.

Knowing your audience

Building relationships and earning clients’ trust is critical to the success of any business.

To date, LeadingResponse has delivered one million seminars.

Along the way, we have collected massive amounts of client response data.

For example, we can identify prospects using criteria including income, net worth, Income Producing Assets (IPAs), home ownership, and more.

Hyper-local targeting helps ensure we pull the right list, send the right invitation, and extend the right offer.

Being flexible

To keep costs down, some companies only do food-free events.

LeadingResponse gives clients the option of dinner seminars, workshops without meals, or a combination of the two, if they’d like to mix things up.

No matter which format you choose, with our Seminar Assurance program, the results are guaranteed.

Have you hesitated to try seminars because of the expense? If so, LeadingResponse has a monthly payment plan to help you get started.

Face to face

By meeting with prospects in person rather than just relying on digital promotions, financial advisors and insurance agents are much more likely to convert them into clients.

Since our founding in 1995, we have connected over 22 million consumers to advisors and insurance agents who can answer their questions and assist them with retirement planning.

If you would like to learn more about our lead generation and client acquisition solutions, or you’re ready to explore the possibilities, get in touch with us.

 

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